David K. Charlton

RICE COMPANIES, INC.

“Sales training is a daily discipline, not a quick-hit sales seminar that’s forgotten the next day”

Every Monday, my sales team receives accountability coaching from Sales Concepts through a program called MyCrosschecks. After each session I’m able to call, get an email report, or go online to see the progress each salesman is making—and to see whether or not they’re hitting their goals. If they’re not, I can influence their future training to help them get back on track. We work with Rose at Sales Concepts. She helps my team set measurable goals, track their hit-or-miss ratios, work on specific issues through role playing, and she helps them through pre-call planning and post-call debriefing. They work on the specific behaviors, attitudes and techniques that make the selling system effective. Sales training is a daily discipline, not a quick-hit sales seminar that’s forgotten the next day. With the MyCrosschecks and the accountability coaching, they get more repetitions, which translates into shorter sales cycles and more consistent results. They’re much more in control of the sales process than they’ve ever been. And that’s their words, not mine. Best of all, everything’s done by phone. Most of my people live and work in Akron, so getting them to drive to Westlake would be like pulling teeth. If another business owner asked me “Why do you do this Sales Concepts stuff? What is it, anyway?” I’d ask them “Ever heard that owners should spend more time working “on” rather than “in” the business?” And they’d probably say, “Yeah, but I just can’t seem to get away from the day-to-day stuff to work on strategy or building partnerships or business development—its draining.” Or they might say “I bought the business so I wouldn’t have to work 80-hour weeks, so I could enjoy the fruits of my labor.” That’s when I tell them that working with Sales Concepts is what helps me do all that. The bottom line: personally, professionally and profitably my relationship with Sales Concepts is truly priceless. Sales Concepts client since 1995